Business Development Associate Director (E6007)

IEEE

72d

About The Position

The Business Development Associate Director is responsible for leading the growth of revenues of IEEE's IP and non-IP related products and services. This will include identifying, capturing and maintaining >$20mil in revenues from licensing, governmental capacity building, training, conformity assessment, registries, grants and other opportunities worldwide. The incumbent will use strategic perspectives and possess a demonstrated track record of monetization across North America, EMEA, Latin America, and Asia Pacific. This role will be responsible for building a team of regional sales staff, contractors, and distributors to meet the financial goals. They will also be a change agent that can work across the organization to institute best practices and be mission-oriented. The incumbent will represent IEEE and grow IEEE revenues of the aforementioned products to both existing customers and new prospects globally, and have a strong personal brand with a deep understanding of both customers and industry peers for a global standards developing organization. The Business Development Associate Director will be highly attuned to cultural differences and be an effective communicator who can interact with all levels of customer leadership, global regulatory agencies, competitors, and internal company executives. This role reports to the Senior Director, Product, Business Development and Marketing and will perform with minimal supervision. This position will have no direct reports at this time.

Requirements

• Bachelor's degree or equivalent experience in Business, Finance, Engineering or related field
• 4-7 years Business experience
• 4-7 years Direct sales experience selling high ticket items to global regulatory bodies, Engineering, IT, Intellectual Property or R&D groups
• 4-7 years Experience managing accounts, working with high level procurement groups and managing complex negotiations for Enterprise-wide contracts vs. transactional selling
• 2-4 years Comfortable working with C-level executives, regulators and policy makers
• 2-4 years Proven track record in new business sales and customer retention
• Strong skills in communication, project management and time management
• Must be technologically savvy knowledge worker who seeks out technology solutions to business challenges
• Specific technology knowledge and experience needed to produce desired outcomes include: PC skills particularly with Microsoft Word, PowerPoint, Excel, CRM software
• Excellent presentation skills to audiences of up to 100 people
• Must possess strong written communication skills in order to prepare reports, sales quotations, recommendations and requests for action
• Business fluency in other languages will be looked upon favorably
• Must understand the standards and intellectual property market-places and competitive landscape

Nice To Haves

• Master's or other advanced degree in Business, Finance, Engineering or related field
• 4-7 years Experience in the Engineering or training, testing, inspection and certification industry

Responsibilities

• Lead business development activities within IEEE standards Association with a keen focus on diversified monetization opportunities
• Identify new contacts at global regulatory authorities that span across North America, Latin America, Europe, Asia Pacific, and Middle East
• Manage new business prospecting by working to expand the reach of IEEE’s non-legacy products via an annual pre-defined list of new business targets, leads generated by IEEE’s lead generation programs, or own prospecting efforts
• Build a team of sales staff that can adequately support and take potential customers through a seamless buying experience
• Devise a sales and marketing strategy to increase sales to prospect regions and organizations
• Develop and maintain a business development plan that may be strategic to regions across a collective of all of IEEE SA’s product offerings
• Manage and oversee all opportunities utilizing Salesforce and other CRM. Periodically provide reports to senior management
• Engage customers to identify and shape their critical needs and deliver proposals that address them
• Manage key business relationships: Work with Fortune 500 companies, strategic mid-size companies, and small organizations to promote use of IEEE non-IP related products
• Foster relationships with engineering and R&D management at client and prospect organizations to raise the awareness and profile of the IEEE
• Collaborate with the product Managers and partner organizations to address their needs to ensure a high level of customer satisfaction
• Travel for customer visits, to attend industry tradeshows and conferences, and to provide onboarding or training to new clients
• Manage front line customer service issues, and route advanced service problems and complaints from customers to the appropriate department within IEEE in a timely fashion
• Identify and develop new product and service opportunities with product marketing and product management organizations
• Test potential product offerings with customer base for feasibility
• Design marketing campaigns for target markets
• Establish and maintain product knowledge - stay on top of product enhancements/changes and incorporate these features/benefits into sales presentations
• Manage weekly reporting by submitting descriptive and actionable sales reports and updating CRM system daily
• Submit accurate sales pipeline forecast via SFDC monthly and keep total expenses up to date

Benefits

• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

What This Job Offers

• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees